Table of Contents Exit Bem Sex Role Inventory Scoring Scoring Part 1 Add up your ratings for items...

Table of Contents Exit

Bem Sex Role Inventory Scoring• Scoring

Part 1• Add up your ratings for items 1, 4, 7,10,13, 16.

19. 22. 25. 28. 31. 34. 37. 40. 43. 46. 49. 55, and 58. Divide the total by 19.

Part 2• Add up your ratings for items 2, 5, 8, 11, 14, 17,

20, 23, 26, 29, 32, 35, 38, 41, 44, 47, 50, 53, 56, and 59. Divide the total by 20.


How to Read Your Scores

According to Sandra Bem•If your masculinity score is above 4.9 (the

approximate median for the masculinity scale) and your femininity score is above 4.9 (the approximate femininity median), then you would be classified as androgynous on Bem’s scale.


Psychology Today

•Unit 8 Social Behavior▫Understanding social behavior on several

levels ▫Groups▫Groups Structure▫Group Cohesiveness▫Values▫Beliefs▫Norms▫Ideals

12 Days Left!!!!!!!!!!!


Chapter 18Social Behavior


Let’s Talk About Life

•Real World- noun: life after high school; or, life as an adult

•What are you looking forward to most about the real world?

•What scares you about the real world?

Table of Contents ExitIs everyone in the world separated by only 6 links? – Duncan Watts, Colombia University


What is Social Psychology? • Social Psychology:

▫Scientific study of how individuals behave, think, and feel in social situations (In the presence, actual

or implied, of others)

The Study of :

SocietyCultureGroupsSocial Behavior

ConformityPersuasionInfluenceObedience

http://www.youtube.com/watch?v=PtdH5hMz0SU&playnext=1&list=PL972F14C05D75C195




Notice any Differences?


Social Structure Similarities in the Formation and Maintenance of Social Groups

Part 1


Understanding Group StructureGroup Structure:Network of roles, communication, pathways, and power in a group

Group Cohesiveness:Degree of attraction among group members or their commitment to remaining in the group

Psychology fun Fact-- Cohesive groups have stronger bonds


The Ties That Bind Groups

Cohesiveness

1. Values- Principles, standards, or qualities for living 2. Beliefs- Acceptance of what is right and true3. Symbols- Objects that stand for a greater importance4. Norms: Accepted, but usually unspoken, standard of appropriate behavior

*All these add up to create a sense of pride. More pride = More Cohesion


BeliefsValues

Acceptance of what is right and true • based on values

Principles, standards, or qualities for living


Symbols


Norms

Acceptedstandards of appropriate behavior

Failure to stick to the norms can result in severe punishments, the most feared of which is exclusion from the group.


Personal Space• Area surrounding the body that is defined as

private and is subject to personal control

Fig. 18.2 Typical spatial zones (in feet) for face-to-face interactions in North America. Often, we must stand within intimate distance of others in crowds, buses, subways, elevators, and other public places. At such times, privacy is maintained by avoiding eye contact, by standing shoulder to shoulder or back to back, and by positioning a purse, bag, package, or coat as a barrier to spatial intrusions.


Spatial Norms•Proxemics: Systematic study of human

use of personal space, especially in social settings▫Intimate Distance: Most private space

immediately surrounding the body; 18 inches from the skin. Reserved for special people or special circumstances

▫Personal Distance: Maintained in interactions with friends. 18 inches to 4 feet from body; arm’s length

▫Social Distance: Impersonal interaction takes place; 4 to 12 feet

•Public Distance: Formal interactions take place (like giving a speech); 12 feet or more


Psychology Today

•Group Structures▫Cohesion

•Jane Elliot ▫A Sweet “A” Video


Groups

Values

Symbols

NormsBeliefs

COHESION

COHESION


Jane Elliot

Brown Eyes v Blue Eyes

- Infamous Social Psychology Experiment

Grammar School Teacher- Focused her study on third grade students and the creation and reaction to social prejudice. Her study was based on symbols, their representation, and how they drew a dividing line between social structures


Brown Eyes vs. Blue Eyes1. Why did Jane Elliot want to conduct her experiment?

2. How did Jane Elliot conduct her experiment?

3. What were some symbols Jane used to divide the students?

3. What types of tests were given to the students during the experiment to help support her findings?

4. What were some conclusions Jane Elliot discovered during this experiment?

5. Do you think an experiment of this measure would work on adults?


Social Science Research:Cohesion and Group Pride


The Bathroom Study Survey

No Cohesion

Cohesion

School Pride

School Pride


Student Dress Code Study

No cohesion

Cohesion

Test Scores

Test Scores


Social Study: Neighborhoods

No Cohesion

Cohesion

Crime Rates

Crime Rates


Fig. 18.1 Results of an experiment on norms concerning littering. The prior existence of litter in a public setting implies that littering is acceptable. This encourages others to “trash” the area. (From Cialdini, Reno, & Kallgren, 1990.)


The Social Creature: Where we Fit in

Social Roles: -- Patterns of expected behaviors of people in various social positions

Social Status: -- The level of social power and importance one has over others in his group


Represent Your Social Position

Role Conflict: When two or more roles make conflicting demands on behavior

2 Types of Social Positions1 Achieved: Attained

voluntarily or by special effort

2. Ascribed: Assigned to a person or not under personal control

Social Positions


Represent Your StatusSocial Status (power and prestige) is often a direct result of social positionRepresented By:


The Thing About Social Status

Social Status

Social StatusSpecial Privileges and Respect

http://anythinghollywood.com/2010/09/lindsay-lohan-mug-shot/lilo_mugshot_pic/


What Would You Do?http://www.youtube.com/watch?v=nIEFiHgPPgE

1. Would you Help? Why or Why Not?

What if?http://www.youtube.com/watch?v=1hn-wL6hPq8

1. Would you help now? Why or Why Not?

http://www.youtube.com/watch?v=nIEFiHgPPgE

http://www.youtube.com/watch?v=1hn-wL6hPq8


The Point?Taking the first steps into understanding human behavior

Every Society Consists of:

Social StructuresPeople

• Social Positions• Social Roles• Social Statuses

Social Structures are Held together by

Group Cohesiveness• Values• Beliefs• Symbols• Norms

Pride


Psychology This Week• Monday

▫ Psychology from this weekend

▫ Jane Elliot Reflection▫ The Bystander Effect▫ What Would You Do?

• Tuesday▫ Milligram- the man, the

myth, the legend!

• Wednesday▫ Conformity▫ Coercion▫ Obedience

• Thursday▫ It Hurts to be a Cubs Fan!

• Friday▫ October 14, 2003▫ The Saddest Moment of

My Life▫


Social Poll•Has anyone ever misconceived your

behavior for something that it wasn’t?

▫Why did this misconception occur?

•Have you ever misconceived someone’s behavior for something that it wasn’t?


Social PerceptionHow we view Human Behavior


Can You Guess How Differently These Groups Will React?


Is What You See Really What You Get?•Attributions

▫The process of making inferences about the causes of one’s own behaviors and that of others

External Causes

-- factors assumed to lie outside the person

Internal Causes

-- causes assumed to live with in the person such as needs, preferences and personality traits

Internalattitudes

Externalinfluences

Behavior


Internal Causes-Anger issues?

- Bitchy personality?

- Prefers women?

External Causes-Broken Heart?

-Just got fired?

Sean is Ugly?

In order to understand human behavior we have to deduce the surrounding factors

Meet Molly

Ooooo Baby you look scrumptious!

Gross!!

Personal

Environmental Influences (Social Structure)


3 Things to Take Into Account in Perception

A

The social structure of the actor (the person of interest)

B

The social structure of the Object (the person the action is directed towards)

Why was Sean Rejected?

VS

S

P

R

S

P

R

What if the social roles and expectations are completely different for each structure?


The Final Piece of the Puzzle• Situational Demands

▫Pressures to behave in certain ways in particular settings and social situations

Situational Demands

As situational demands Increase we discount (downgrade) internal causes for explaining behavior

C

The social situation (the physical or social environment in which it occurred)

* Fact-

Internal Causes


ASS-U-ME This: Mistakes Made in Attributing BehaviorMore often then not, mistakes are made in attributing causes to behaviors

Fundamental Attribution Error:

• The tendency to attribute the behaviors of others to internal causes (personality traits)

“Uhh what a (b*$%, slob, jerk, pig, racist, etc…..) Actor-Observer Bias

• While following the fundamental attribution error for others, we tend to attribute our own behaviors to external factors


Reacting to Social BehaviorPost Attribution:• The determined causes of someone’s behavior will force us to

react in a defensive or passive way:- Environmental- reaction is passive - Internal- reaction is defensive

Negative behavior

Situational attribution“maybe a dog ran out on the road.”

Dispositional attribution“Crazy driver!”

Tolerant reaction(proceed cautiously, allowdriver a wide berth)

Unfavorable reaction(speed up and race past theother driver, give a dirty look)


The Point?

When Determining the Cause of Behavior

1. The Environmental Factors of the Person

- Social Structure- Social Status

- Rankings- Social Roles

- Expectations- Social Position

- Jobs- Social Situation

2. The Personal Factors of the Individual

- Personality- Traits- Needs- Preferences

3. Our Reactions- Passive-Defensive


Jane Elliot



Grammar School Teacher- Focused her study on third grade students and the creation and reaction to social prejudice. Her study was based on symbols, their representation, and how they drew a dividing line between social structures


Remember Jane Elliot


- Social Psychology Experiment

Questions to Ponder1. What conclusions can be made from

Elliot’s experiment?

2. Could a social experiment work on students at TPHS?

3. Why don’t members of the inferior group help each other out in a time of need?


EMERGENCY!!!!!•When was the last time you witnessed an emergency happening?▫Did you help?▫Why or why not?▫What do you consider an emergency?


Prosocial Behavior and Bystander Apathy

•Bystander Effect: ▫Unwillingness of bystanders to offer

help during emergencies Related to number of people present More potential helpers present, less likely

people will give help


Fig. 19.7 This decision tree summarizes the steps a person must take before making a commitment to offer help, according to Latané and Darley’s model.


What Would You Do?

•http://www.youtube.com/watch?v=-lOy4IT5G8s

•http://www.youtube.com/watch?v=X0ONij6eB-k

•http://www.youtube.com/watch?v=LlFAd4YdQks

ABC 7 Social Experiments: The Bystander Effect in Motion

http://www.youtube.com/watch?v=X0ONij6eB-k




http://www.youtube.com/watch?v=LlFAd4YdQks

http://www.youtube.com/watch?v=LlFAd4YdQks


Why The Bystander Effect Happens• 1. Everyone is convinced that someone else will do something.

• 2. There is a diffusion of responsibility in which the metaphor comes into play that, "No one rain drop believes it caused the flood." Here, the larger the group, the less pressure each witness feels to do anything helpful.

• 3. A lack of empathy for the victim in the situation

•4. Pluralistic Ignorance (Ambiguity of Emergency)

▫ In an unfamiliar situation people tend to look to others for instruction. People watch what others are doing and mimic their actions.

• 5. There is fear of victimization in which people avoid conflict because of the dread that they will be attacked or ridiculed if they help.

• 6. People create their socially acceptable reasons for not taking actions, such as, "Well, no one else is doing anything because: it's a lover's quarrel; its just teenage pranks; its just innocent play acting,....etc."


Empathy Concepts

•Empathic Arousal: ▫Emotional arousal that occurs when you

feel some of the person’s pain, fear or anguish

•Empathy-Helping Relationship: ▫We are most likely to help person in need

when we feel emotions such as empathy and compassion


Interpersonal Attraction•Social attraction to another person•Physical Proximity: Physical nearness to

another person in terms of housing, school, work, and so on

•Physical Attractiveness: Person’s degree of physical beauty as defined by his or her culture

•Halo Effect: Tendency to generalize a favorable impression to unrelated personal characteristics


Interpersonal Attraction (cont.)

•Similarity: Extent to which two people are alike in terms of age, education, attitudes, and so on▫Similar people are attracted to each other

•Homogamy: Tendency to marry someone who is like us in almost every way


CNN – Fan Psyche


Self-Disclosure•Process of revealing private thoughts,

attitudes, feelings and one’s history to others▫Should be used cautiously and sparingly when

you are the therapist performing therapy▫May lead to countertransference in therapy

•Reciprocity: Return in kind; reciprocal exchange

•Overdisclosure: Self-disclosure that exceeds what is appropriate for a relationship or social situation


Social Exchange Theory

•Social Exchange Theory: Rewards must exceed costs for relationships to endure; we unconsciously weigh social rewards and costs

•Comparison Level: Personal standard used to evaluate social rewards and costs in a social exchange

•Relationship needs to be profitable enough to maintain it


Love and Attachment

• Romantic Love: Marked by high levels of interpersonal attraction, sexual desire, and heightened arousal

• Liking: Relationship based on intimacy but lacking passion and commitment

• Mutual Absorption: When two lovers almost always attend only to each other

• Avoidant Attachment: Fear of intimacy and a tendency to resist commitment to others

• Ambivalent Attachment: Mixed emotions about relationships; conflicting feelings of affection, anger and emotional turmoil


Fig. 18.4 What do people look for when considering potential dating partners? Here are the results of a study in which personal ads were placed in newspapers. As you can see, men were more influenced by looks, and women by success (Goode, 1996). According to evolutionary psychologists, women tend to be concerned with whether mates will devote time and resources to a relationship. Men place more emphasis on physical attractiveness and sexual fidelity.


Social Influence

•Changes in a person’s behavior induced by the actions of another person ▫Someone else influences your decision:

husband, wife, mother, peer, etc.▫Peer pressure: Rudy is swayed by Fanny to

go see “The Matrix Reloaded” when he really wanted to see “Terminator 3”


Daily Announcements

Monday Feb. 28th - The Need to Affiliate ( Muzafer Sharif)- - Conformity

- What is it?- Whose Doing it?- Why (Theories on why and how people conform)


Flash Back

Values Beliefs

Symbols Norms

Group Structure


Remember Jane Elliot



Questions to Ponder1. Why does this social experiment work on

children?2. Why does this social experiment work

on adults?


Psychology This Week•One Final Week!!!!!!!!

▫Monday- Conformity Theories

▫Tuesday- Power, Compliance, Obedience

▫Wednesday- Semester 2 Final Review/ Stanford Prison

▫Thursday- Stanford Prison

▫Friday – Review

Senior Letters!!


What Happened?


ConformityPsychology Today: Theories as to why we do it….. and then some.


Conformity• Sherif’s Robbers Cave Experiment• Sherif’s classic social psychology experiment named Robbers Cave Experiment dealt

with in-group relations, out-group relations and intergroup relations.

-Robbers Cave National Park, OK

-1954

-Social Psychology Experiment:

Muzafer Sherif

Rattlers Eagles

VS


Conformity

•Bringing one’s behavior into agreement or harmony with norms or with the behavior of others▫Regardless of personal beliefs or opinions ▫Regardless of values▫Regardless of warning signs that say it

might be a bad ideaIs anyone truly Unique?Why does conformity get a bad rap?


ConformityComing to a Neighborhood Near You

Theories on Why it Occurs


Theory 1•Ingratiational Conformity

▫When a person conforms to impress or gain favor/acceptance from other people. motivated by the need for social rewards rather

than the threat of rejection, i.e., group pressure does not enter the decision to conform.


Theory 2• Social Learning Theory

▫We learn much by watching others, thinking, then trying it out.

▫When we succeed, we become more confident and in turn feel as part of the group For ex: if a daughter watches as her mother returns to

her abusive father, the girl has learned that it’s acceptable to let your husband hit her


Theory 3

•Social Comparison Theory▫Making judgments about ourselves by

comparing ourselves to others (e.g., comparing our feelings and abilities to those of other people) Upward comparison- we compare ourselves to

higher ranking people in order to change who we are and ultimately be part of the group


Theory 4•Politeness Theory

▫We act politely or rudely depending on whether we care. Conformance to the social rules of politeness is

treading a central and safe path which neither threatens nor signals that you may be threatened.

Politeness means acting to help save face for others.


Theory 5

•Consistency Theory▫We seek the comfort of internal

alignment. Humans are creatures that,

psychologically, do not handle change well

In order to avoid change, or the work that goes along with it, we conform for personal comfort.


Theory 6• Group Sanctions

▫Punishments or rewards(such as approval or disapproval) administered by the group Negative sanctions- being laughed at, ridiculed,

being stared at It’s the idea that none of us like to be

punished, so we do what we have to in order to be rewarded and feel like part of the group.


Theory 7

• The Bystander Effect▫ The greater number of

people there are doing something the more likely we are to follow Typically witnessed in

emergency situation Think of it as a social

norm

Would you Help? Probably not……


Decision Model of Helping

Yes

Know how to help?

Decide to help implement intervention?

Help victim

Interpret as an emergency?

Assume responsibility for helping?

Notice an event?

Do not help

2

No

No

No

No

3

4

5

1

No

Yes

Yes

Yes

Yes


March 13, 1964-Queens, NY


Why The Bystander Effect Happens• 1. Everyone is convinced that someone else will do something.

• 2. There is a diffusion of responsibility in which the metaphor comes into play that, "No one rain drop believes it caused the flood." Here, the larger the group, the less pressure each witness feels to do anything helpful.

• 3. A lack of empathy for the victim in the situation

•4. Pluralistic Ignorance (Ambiguity of Emergency)

▫ In an unfamiliar situation people tend to look to others for instruction. People watch what others are doing and mimic their actions.

• 5. There is fear of victimization in which people avoid conflict because of the dread that they will be attacked or ridiculed if they help.

• 6. People create their socially acceptable reasons for not taking actions, such as, "Well, no one else is doing anything because: it's a lover's quarrel; its just teenage pranks; its just innocent play acting,....etc."


Theory 8

• Normative Conformity (Dominant type)▫ Yielding to group pressures because a person wants to

fit in with the group Conforming due to a fear of rejection

• Group Think▫ A compulsion by members of decision making groups to maintain

agreement, even at the cost of critical thinking

2 Factors at Play Here The maintenance of the group’s cohesion and togetherness becomes all-

important and can result in very bad decision-making.

They will also be more vocal if they believe they are a part of the majority. This works because we fear social rejection.


Solomon Asch’s Experiment: You must select (from a group of three) the line that most closely matches the standard line. All lines are shown to a group of six people (including you) Other five were accomplices and at times all would select the wrong lineIn 33% of the trials, the real subject conformed to group pressure even when the group’s answers were obviously incorrect!75% conformed at least once<1% tested erred when alone

Solomon Asch’s Experiment

http://www.youtube.com/watch?v=TYIh4MkcfJA


Affiliation• Sherif’s Robbers Cave Experiment• Sherif’s classic social psychology experiment named Robbers Cave Experiment dealt

with in-group relations, out-group relations and intergroup relations.

-Robbers Cave National Park, OK -1954

-Social Psychology Experiment:Muzafer Sherif

Rattlers Eagles

VS


Theory 9•Self-Fulfilling Prophecy

▫The way we act is based on the idea of how we think other people view us. (simple right?) If a student has the idea that his

teacher hates him or is “dumb” the child is more likely to act that way.


Theory 10 • Over-Identification Conformity

▫Conforming to the expectations of a social role provided to us Ex: my expectations as a man

▫Though we may not agree with these expectations we still fulfill them


In the End• No one really knows why we

conform?▫ As you ca already tell, there

could be multiple reasons.

• Many times, it isn’t just because of 1 theory.▫ Most times it’s a combination.

• All we really need to understand is that conformity is a group’s number 1 NORM!!!▫ Without conformity, there

would be no groups.


Let Me Ask You This

•When is conformity a positive thing?

•When can conformity go wrong?

•What would a world without conformity be like?


Psychology Today


Red Sox History

1918 1986


Cubs History

1908

1945

Sept 9, 1969

Oct 7, 1984

Oct 14, 2003








Senior Letters!!


Psychology Today

Conformity Quiz!!!!!!!


Psychology Today

Semester 2 Study Guides

Begin!!!!!!!


Ron Jones- Teacher- -Palo Alto, California- 1966-67- Human Nature Experiment

“The Wave”

Hypothesis: A Free and open society (democratic) of high school students could easily shift to the ideals of facism.


Today’s Agenda

1. Reanalyzing Brown v Blue Eye & The Wave

2. Human Nature Discussion

3. Applying the Theories of Conformity to Recent Social Experiments

Today’s essential Question: Can we find examples of each theory of conformity in both social psychological experiments?


Food For Thought

1. What do Jane Elliot’s findings from her Brown Eye v Blue Eye study tell us about human nature?

2. What do the findings from Ron Jones’s “The Wave” tell about human nature?


Your GoalPsychology in MotionPutting Social Psychology to Use Directions: Using your knowledge of the two famous social experiments discussed in class (Jane Elliot’s Brown Eye v Blue Eye and Ron Jones’ “The Wave”) identify one example of each of the nine theories of conformity being used in either study.

1. Group Sanctions2. The Bystander Effect3. Social Learning Theory4. Group Think5. Social Comparison

Theory6. Self-Monitoring

Behavior7. Social Desirability Bias8. Self-Fulfilling Prophecy9. Group Locomotion

Theories on Conformity








Senior Letters!!


What Happened?








Senior Letters!!


Psychology Today

•Stanley Milgram▫The study that “Shocked” psychology

•Compliance and Obedience▫The differences? ▫Are there any?

•Power and obedience Philip Zimbardo


Power, Obedience and Compliance In Group Conformity


Abu Ghraib Prison

How do good people turn evil?


Stanley Milgram – Power and Obedience

Famous Social Psychologists

-- Well known for his studies on obedience and authority

--Would you shock a man with a known heart condition who is screaming and asking to be released?


The BreakdownSubjects Task:--After every wrong answer a shock was to be given the confederate.-- Voltage continues to increase after each wrong answer

Confederate Task:--Match the given word with the object that it represents

Experimenter Task:--Keep the experiment going at all costs.-- Use phrases like “it’s necessary that you continue”

*Confederate and Experimenter were in on the set up


Fig. 18.6 Scenes from Stanley Milgram’s study of obedience: the “shock generator,” strapping a “learner” into his chair, and a “teacher” being told to administer a severe shock to the learner.

© Stanley Milgram, The Pennsylvania State University


Fig. 18.7 Results of Milgram’s obedience experiment. Only a minority of subjects refused to provide shocks, even at the most extreme intensities. The first substantial drop in obedience occurred at the 300-volt level (Milgram, 1963).


Conformity and ObedienceObedience


Milgram’s Results•65% obeyed by going

all the way to 450 volts on the “shock machine” even though the learner eventually could not answer any more questions▫The learner screamed

and provided no further answers once 300 volts (“Severe Shock”) was reached

450 voltsXXX


Fig. 18.8 Physical distance from the “learner” had a significant effect on the percentage of subjects obeying orders.

3 Different Scenarios


Obedience v ComplianceWhy we give in


Compliance v Obedience

Compliance-- Bending to the requests of one person who has little or no authority or social power

Obedience-- the act of adhering to dutiful or submissive behavior with respect to people with social power


PowerSocial Power: Capacity to control, alter or influence the behavior of another person or group of people

Reward Power: the ability to reward a person for complying with desired behavior

Coercive Power: Based on ability to punish a person for failure to comply


Obtaining PowerLegitimate Power: Accepting a person as an agent of an established social order

Those who hold the most resources are typically those who have the most influence

Referent Power: Respect for, or identification with, a person or a group

Those who follow, respect, and believe in the core values of the group have the most influencePeople refer to these people for direction

Expert Power: Based on possession of knowledge or expertise

Those who know the most about achieving the goals of a group have the most influence


Why We ComplyGiving in to those who have no authoritative power over us


Compliance Techniques

The How To Guide to Getting People to do What you Want With out and Authority

1. Foot-in-the-Door Effect: A person who has agreed to a small request is more likely later to agree to a larger demand.

Once you get a foot in the door, then a sale is almost a sure thing


Foot-in-the-Door

“Hey Babe can I get your Number?”

Uhhhh, O.K.?

“Well Do you mind if I call you this weekend?”

Uhhhh, I guess?

“Wait, my phones broke, why don’t I just stop by?”

Ummmm, O.K., I guess.

“Since I’ll Already be at your place with my car, why don’t we just go to the movies then?”

Ooookkkk?? Sounds good?

Sean’s Goal: Get a date with Molly




2. Door-in-the-Face Technique: A person who has refused a major request will be more likely later on to comply with a smaller request

After the door has been slammed in your face (major request refused), person may be more likely to agree to a smaller request


Door-in-the-Face

Sean’s Goal: To get Molly’s phone Number

“Ooooo Baby you look SCRUMPTIOUS!!! What do you say you and me hit up Lover’s Point this weekend?”

Eeeewww No! You’re a pig!

“Well, what if we just went out to dinner and from there we see where the night goes?”

“Again, I am not interested you perv!”

“Well, then can I at least have your number and maybe call you sometime?”

“Uhhh, Fine! Just leave me alone.”




3. Low-Ball Technique: Commitment is gained first to reasonable or desirable terms, which are then made less reasonable or desirable

Henry accepts the price he states for a new car. Then, later, Tillie the saleswoman tells Henry “The business would lose too much money on that price; can’t you take a bit less and add all these options?”


Low-ball Technique

Molly’s Goal: To use Sean for his money

“Hey Seany baby, do you want to be my boyfriend?”

“Oh God Yes!!”

“Ok, good. So it’s settled right?” W are dating?”

“Oh Yeah!”

“Well since we are now dating, I think we should celebrate by you taking me out for an expensive dinner?”

“Anywhere you wanna go baby!”

“Oh, and I’m also going to need new Tiffany earrings and a Coach purse!”

“Uhhhh, sure babe whatever makes you happy.”

The Hook


http://topdocumentaryfilms.com/quiet-rage-the-stanford-prison-experiment/


The Point?Most Social Behavior is the Result of 2 Things

1. Obeying those people with social powerGiving into:

1. Legitimate2. Expert3. Referent4. Reward 5. Coercive

2. Complying to People with no social powerGiving into:

1. Foot-in-the-door2. Door-in-the-face3. Low-balling


Assertiveness Training• Instruction in how to be self-assertive• Self-Assertion: Standing up for your rights by

speaking out on your own behalf; direct, honest expression of feelings and desires

• Aggression: Hurting another person or achieving one’s goals at the expense of another person▫ Attempt to get one’s way no matter what▫ No regard for other people's feelings

• Broken Record: Self-assertion technique that involves repeating a request until it is acknowledged▫ Good way to be assertive without being aggressive


Fig. 18.9 In an experiment done at an airport, a smoker intentionally sat or stood near non-smokers. Only 9 percent of the non-smokers asked the smoker to stop smoking, even when no-smoking signs were clearly visible nearby (Gibson & Werner, 1994).

©Michael Newman/PhotoEdit


Social Traps• Any social situation that rewards individual

actions that will have undesired effects in the long run▫ Anya buys things on credit for immediate satisfaction

and then gets a HUGE bill later, which she cannot afford

• Tragedy of the Commons: Type of social trap where individuals share a scarce resource. Each person acts in his or her self-interest, which causes the resource to be used up, so eventually everyone suffers▫ No efforts made, for example, to conserve water,

gasoline, electricity, or food• Some social behaviors produce immediate

rewards but have significant consequences in the long run

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